Many firms struggle with their largest accounts because senior leaders lack a full understanding of how to enable the full range of work required to serve them well. The most effective organizations approach these programmatically, across functions'enabling headquarters and field resources, viewing performance in the right time horizons, and being personally involved to drive success. When leaders institutionalize these practices, they ensure SAM programs outlive individual relationships, deliver more reliable outcomes, and ensure long-term sustained growth, for both the client and the business.
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